Tech Sales Insights

Evan Leong is the founder and CEO of Product Signals, a company that provides product feedback solutions for modern teams. He has a background in product management and has worked in various roles in the tech industry. Evan is passionate about solving the problem of effectively managing and utilizing product feedback in B2B SaaS companies.

In this episode of Tech Sales Insights, Evan Leong joins Randy Seidl to discuss best practices for sales to help with product feedback. Evan shares his journey from working at Nissan to starting his own tech company and the inspiration behind Product Signals. He highlights the importance of bridging the gap between product and sales teams and the challenges faced in achieving this. Evan also provides insights into his sales process and the ideal customer profile for Product Signals.

KEY TAKEAWAYS

• Effective communication and collaboration between product and sales teams is crucial for making informed product decisions.
• Closing the feedback loop and keeping sales teams updated on product developments helps build trust and alignment.
• The ideal customer profile for Product Signals is growth-stage B2B SaaS companies with 100-200 employees.
• The future of the sales tech stack will involve platforms that integrate and communicate across different departments, such as product and customer success.

QUOTES

• "Getting the feedback is one thing, but having a holistic view of what the sales team is up against is a huge indicator of the market." - Evan Leong
• "If you can stick around to give yourself the opportunity to get there, you'll set yourself up for opportunities." - Evan Leong

Find out more about Evan in the link below:

• LinkedIn: https://www.linkedin.com/in/evanmayo89/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl welcomes Martin G. Moore, a keynote speaker, co-founder “Your CEO Mentor”, and the host of “No Bullsh!t Leadership”, to share his insights on leadership and the key principles of his "No Bullsh!t Leadership" framework. He emphasizes the importance of delivering value at the core of leadership and highlights the seven imperatives for effective leadership: handling conflict, building resilience, working at the right level, mastering ambiguity, making great decisions, connecting the dots, and being accountable. Marty also discusses the challenges of remote work and the need for deliberate and productive in-person interactions. He shares a real-life example of how focusing on change and continuous improvement can lead to significant improvements in productivity. Marty also explores the paradox of salespeople transitioning into leadership roles and the importance of empathy and connection in leadership.

KEY TAKEAWAYS

• Effective leadership is about delivering value and connecting leadership with results.
• Handling conflict is a crucial skill for leaders to master.
• Building resilience involves developing grace under pressure and maintaining calmness in challenging situations.
• Working at the right level means focusing on your own responsibilities and not overcompensating for your team members.
• Mastering ambiguity requires the ability to provide clear direction in a complex and uncertain environment.
• Making great decisions quickly is more important than waiting for perfection.
• Connecting the dots involves implementing the principles of leadership in practical ways and focusing on the important aspects of leadership.
• Remote work presents challenges, and deliberate and productive in-person interactions are essential for effective leadership.

QUOTES

• "Motivation follows action, not the other way around." - Martin Moore
• "It's easier to rein in a stallion than it is to flog a donkey." - Martin Moore
• "Operational excellence is about having the right culture of excellence over perfection and continuous improvement." - Martin Moore
• "The best leaders are usually always great salespeople." - Martin Moore

Find out more about Martin in the link below:

• LinkedIn: https://www.linkedin.com/in/martin-moore-075b001/
• Website: https://www.martingmoore.com/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl welcomes Brad Rinklin, EVP and CMO at Infoblox, to discuss the importance of understanding buyer personas and qualified opportunities in the sales process. He emphasizes the need to focus on the customer and their pain points, as well as the importance of aligning sales and marketing efforts. Brad also highlights the challenges of selling security solutions and the need for ongoing education and enablement for the sales team. He shares how Infoblox leverages data from tech target, Sixth Sense, HG Insights, and D&B to target prospects effectively. Brad also talks about the value of DecisionLink in creating data models and generating ROI proposals for customers.

KEY TAKEAWAYS

• Understanding the customer and their pain points is crucial in the sales process.
• Aligning sales and marketing efforts is essential for success.
• Selling security solutions requires ongoing education and enablement for the sales team.
• Leveraging data from tech target, Sixth Sense, HG Insights, and D&B helps target prospects effectively.
• DecisionLink helps create data models and generate ROI proposals for customer

QUOTES

• "You can't hit a target that you can't see." - Brad Rinklin
• "Focus on the customer and their pain points to drive success." - Brad Rinklin
• "Aligning sales and marketing efforts is crucial for effective go-to-market strategies." - Brad Rinklin

Find out more about Brad  in the link below:

• LinkedIn: https://www.linkedin.com/in/bradrinklin/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl interviews Stephen DiFranco, executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation and research in sales, and the evolving role of sales leaders in orchestrating complex sales organizations.

KEY TAKEAWAYS

• Buyers now spend less time with sellers and more time gathering independent information.
• Sellers need to focus on helping buyers make decisions rather than just selling products.
• The role of sales leaders is shifting towards orchestration and coaching, with a focus on managing seller time effectively.
• The use of AI and generative AI in sales organizations is increasing, but it requires careful planning and integration with existing tech stacks.

QUOTES

• "Buyers are becoming more transactional and are focused on how they buy rather than what they buy."
• "Sales organizations need to focus on dwell time between stages in the sales pipeline."
• "The role of sales leaders is evolving from closing deals to orchestrating complex sales organizations."

Find out more about Stephen DiFranco in the link below:

• LinkedIn: https://www.linkedin.com/in/sdfiot/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

ABOUT MICHAEL

Michael Wing is the President of Vast Data, a hot company in the AI space. He has a background in sales and has been instrumental in the success of Vast Data.

SHOW SUMMARY
In this episode of Tech Sales Insights, Randy Seidl and Michael Wing discuss the company's disruptive technology and its recent announcements in the AI space. Vast Data has experienced unprecedented success, achieving a $100 million ARR in just three years. The company's unique architecture and focus on unstructured data make it a leader in the industry. Wing also shares insights into Vast Data's sales process, emphasizing the importance of discovery and customer engagement in designing solutions.

KEY TAKEAWAYS

• Vast Data's architecture is built on the emerging standard of NVMe over Fabrics, allowing for superior performance and scalability.
• The company's focus on unstructured data and AI applications sets it apart from competitors.
• Vast Data's recent announcements, including the Vast Database and Vast Data Space, further solidify its position as a leader in the industry.
• Vast Data's sales process involves a heavy level of discovery with customers to understand their priorities and problems before proposing solutions.
• Engaging with customers in designing the final solution before presenting a proposal helps to ensure a higher success rate.

QUOTES

• "Vast Data's architecture is so much better than the original PowerPoints led customers to understand." - Michael Wing
• "We don't fear a single technology from any of the big guys that can compete with us." - Michael Wing
• "You got to earn the right to ask for the business and don't start throwing proposals at the door." - Michael Wing

Find out more about Michael Wing in the link below:

• LinkedIn: https://www.linkedin.com/in/michael-wing-a61b9027/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

ABOUT VLADIMIR

Vladimir Rozanovich is the Senior Vice President and President of North America at Lenovo. He has over 24 years of experience in the technology industry and has held various leadership positions at AMD before joining Lenovo.

SHOW SUMMARY

In this episode of Tech Sales Insights, Randy Seidl is joined by Vladimir Rozanovich to discuss the importance of perseverance in a down market. He emphasizes the need to focus on customers, leverage partnerships, change the narrative, and invest in people. He also highlights the value of as-a-service models and the role of sales operations in driving success.

KEY TAKEAWAYS

• Perseverance in a down market requires focusing on customers, leveraging partnerships, changing the narrative, and investing in people.
• As-a-service models, such as Lenovo's TrueScale, can help reduce CapEx expenditures and provide flexibility for customers.
• Certain industries, such as born-in-the-cloud companies, are more inclined to adopt as-a-service models.
• Sales operations and analytics tools are crucial for driving informed decision-making and improving customer engagement.
• Lead generation and passing within an organization can enhance collaboration and enable more effective customer interactions.

QUOTES

• "Perseverance in a down market requires changing the narrative and focusing on solutions and outcomes." - Vladimir Rozanovich
• "As-a-service models provide flexibility and help reduce CapEx expenditures for customers." - Vladimir Rozanovich

Find out more about Vladimir Rozanovich in the link below:

• LinkedIn: https://www.linkedin.com/in/vladimir-rozanovich-4234711/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

ABOUT JOSH

Joshua “Josh” Dinneen is the President of Blue Mantis (formerly Green Pages), a technology service provider. He has a strong track record of driving growth and organizational transformation in the tech industry. Josh discusses the importance of driving top-of-funnel activity to acquire new customers and shares insights on Blue Mantis' rebranding and focus on services. He also highlights the company's commitment to organic growth and the role of their BDR team in driving new business.

SHOW SUMMARY

In this episode of Tech Sales Insights, Josh Dinneen emphasizes the significance of driving top-of-funnel activity to achieve substantial growth and acquire new customers. He shares insights on Blue Mantis' rebranding and their strategic focus on services, including cloud, cybersecurity, and networking. Josh also discusses the company's commitment to organic growth and profitability, as well as their pursuit of acquisitions that align with their strategy. He highlights the crucial role of Blue Mantis' BDR team in supporting lead generation and collaborating with the sales team to drive new business.

KEY TAKEAWAYS

• Driving top-of-funnel activity is crucial for acquiring new customers and fueling growth.
• Blue Mantis has shifted its focus to services and is investing in capabilities like cloud, cybersecurity, and networking.
• The company is actively pursuing acquisitions that align with their strategy and can contribute to their revenue mix.
• Blue Mantis has a strong BDR team that supports lead generation and works closely with the sales team to drive new business.

QUOTES

• "Driving top-of-funnel activity is the only way to impact significant growth and bring in new logos." - Josh Dinneen
• "We want to grow with a purpose and under control, focusing on organic growth and profitability." - Josh Dinneen

Find out more about Joshua in the link below:

• LinkedIn: https://www.linkedin.com/in/joshua-dinneen-32a4a13/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl is joined by Anthony Anzevino, Global VP of Customer Success and Renewal Sales at Commvault, to share his insights on selling with customer success and increasing the lifetime value of a customer. He emphasizes the importance of understanding the customer and their needs, as well as building strong partnerships with both customers and partners. Anthony also discusses the challenges and opportunities in the data protection market and how Commvault is evolving to meet the changing needs of customers.

INSIGHTS OF THE DAY

Your number one asset your company - Anthony: “Employees and people are the number one asset in any company, and it should be the number one goal of any great leader”

Be humble, failing, greater good - Anthony: “Be humble enough to where you can ask questions, learn to fail, fail fast and fail forward. And especially if you do it for, you know, the greater good, the benefit of your customers and the benefit of your market and your peers”

Find out more about Anthony in the link below:

• LinkedIn: https://www.linkedin.com/in/anthony-anzevino-1481561/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss the value of global partner summits and the need for bilateral communication with partners. They provide advice on sales strategies during a down market, emphasizing the importance of a compelling ROI and building relationships through face-to-face interactions. The topic of channel saturation is explored, with insights on prioritizing partners based on quantitative data and leveraging distribution and cloud marketplaces. They also highlight the significance of sales tech tools like Gong for understanding customer needs and AI tools like Clary for optimizing sales workflows. Additionally, they mention intent data tools for target selection and stress the importance of not forgetting the basics in sales.
 

INSIGHTS OF THE DAY

Importance of Partner Summits and Bilateral Engagement - Frank Rauch: “My point is, first of all, people like to see you show up right now, especially because of COVID. Second of all, make them as bilateral as you can. Because you can say, hey, I want to do a partner advisory council and you'll, you know, some people like, well, what do you think of our partner program? That doesn't work. You have to have that give and take. You have to be able to show the future, show the roadmap, not just the product roadmap, program roadmap, and then have the partners react.”

Find out more about Frank Rauch in the link below:

• LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Tech Sales Insights, Randy Seidl and Frank Rauch, Global Channel Chief at Cato Networks, discuss various topics related to recruitment, culture, and the channel. Frank mentions that their company is always recruiting and highlights the engineering, direct sales, channel, and SDR openings they have. He also emphasizes the unbeatable culture at Kato, where high-performing individuals are the norm. They talk about the flexibility of remote work and the importance of being present in a territory for sales roles. Frank also mentions the support they receive from investors like Lightspeed and Greylock.

Randy and Frank discuss the recruitment strategy at Frank's company, highlighting the various job openings available. They also emphasize the importance of company culture and the value of having high-performing individuals on the team. The conversation touches on the flexibility of remote work and the significance of being present in a territory for sales roles. They mention the support received from investors and the challenges faced by startups in securing funding. Frank shares some advice for individuals interested in a career in the channel and the qualities that he looks for when promoting people.

INSIGHTS OF THE DAY

The Importance of Channel Partnerships - Frank Rauch: “Because, you know, oftentimes it's just too late and basically, hey, here's pricing, here's product, here's the strategy, how do we fit it into the channel? It doesn't work that way. It doesn't work that way... You need to be able to give partners services opportunities... We want to give the partners the opportunity to be able to be trained on a product, but trained in a way, not just to operate the product, but to be able to make the customer environment better... You need to be able to give the partner the opportunity to be able to upsell along with that too. It's really the multiplier effect.”

Find out more about Frank Rauch in the link below:

• LinkedIn: https://www.linkedin.com/in/frankrauch/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.